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POWER - Coggle Diagram
POWER
informational sources of power
Information – concessions
Information supports positions / changes the one of the other party
Expert power
Relationship-based sources of power.
Goal interdependence : cooperative goals VS competitive goals
Referent power: is derived from the respect or admiration one commands because of attributes like personality, integrity, interpersonal style,
and the like
Power based on position in an organization
legitimate power, which is grounded in the specific title, duties, and responsibilities of a job description and “level” within an organization hierarchy
resource power, based on the control over re-sources (budget, funding, etc.) associated with that position. “Whoever has the gold makes the rules”
Power based on personality and individual differences
The way individuals process social information about power: “whether it is limited or expandable, competitive or cooperative, or equal or unequal,” and how the orientation affects people’s willingness to share power when they have authority.
Contextual sources of power (BATNA , Culture)
Power is also based in the context, situation, or environment in which negotiations take place
